Selling to Healthcare with Lisa T. Miller copertina

Selling to Healthcare with Lisa T. Miller

Selling to Healthcare with Lisa T. Miller

Di: Lisa T. Miller
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Selling to Healthcare with Lisa T. Miller If you're selling to hospitals, health systems, healthcare executives, or provider organizations, this podcast is for you. Hosted by healthcare commercialization expert Lisa T. Miller, Selling to Healthcare helps founders, sales leaders, medical device companies, digital health innovators, life sciences organizations, and healthcare consultants win more business with hospitals through smarter strategy, stronger executive conversations, and a deeper understanding of how healthcare organizations actually make buying decisions. After generating more than $250 million in revenue and building one of the nation's leading healthcare consulting firms, Lisa shares the strategies she used to sell into hospitals, build executive relationships, and create long term partnerships that drive measurable business growth. Each episode delivers practical insights you can immediately apply, including: Selling to hospitals and health systems Selling to healthcare executives including CEOs, CFOs, COOs, CMOs, CNOs, and Supply Chain leaders Hospital buying processes and executive decision making Healthcare commercialization strategies Medical device and digital health sales Enterprise healthcare sales Healthcare innovation and adoption Executive level sales conversations Building credibility with hospital leadership Winning complex healthcare sales opportunities Whether you're an experienced healthcare sales professional or just beginning to sell into hospitals, you'll learn how to navigate complex healthcare organizations, communicate value at the executive level, and build relationships that lead to sustainable growth. If your goal is to sell to hospitals more effectively, understand how healthcare executives make decisions, and develop a repeatable strategy for winning larger healthcare opportunities, Selling to Healthcare delivers practical frameworks, real world examples, and proven approaches you can use immediately. Join Lisa T. Miller each week as she shares the insights, strategies, and executive selling techniques that help companies successfully grow within the healthcare market. Topics include: selling to hospitals, hospital sales, healthcare sales, selling to healthcare executives, hospital procurement, medical device sales, digital health commercialization, enterprise healthcare sales, health system strategy, and healthcare innovation.Selling To Healthcare with Lisa T. Miller © 2024 - 2026 | https://www.lisatmiller.com Economia Marketing Marketing e vendite Politica e governo
Episodi
  • The Purpose of the Meeting Is Not to Pitch | E.29

    The Purpose of the Meeting Is Not to Pitch | E.29
    Sep 20 2026

    In episode twenty-nine of "Selling to Healthcare," Lisa T. Miller steps into the room where so many hospital decisions actually get made — the executive meeting itself. Lisa explains why most C-Suite meetings fall apart not because the product is bad, but because of a misalignment between the buyer's problem and the way the solution was presented — and why that is almost entirely within the seller's control to fix.

    She reframes the purpose of the meeting entirely: not to pitch, but to solve. Lisa walks through her "digging for gold" approach to preparation, where sellers act as consultants to their buyers, surface problems nobody else has seen, and walk in sitting on the same side of the table. She shares the story of a half-day seminar for 30 hospital CFOs where she taught her method in full — and walked out with two multi-year agreements.

    Lisa then breaks down what makes a presentation fail, the four-part framework C-Suite executives actually prefer, the three ingredients every executive presentation needs, and how to close a meeting with clear next steps. She finishes with her Golden Rule of Follow-Up and four post-meeting moves that keep momentum alive without turning you into a pest.

    This episode offers a complete meeting playbook for healthcare sales professionals who want to stop blending into the noise and start showing up as trusted advisors executives want to hear from again.

    Highlights of this Episode Include:

    • Solve, Don't Pitch: Escape tunnel vision — selling to healthcare isn't about your goals or your quarter. No executive wakes up hoping to sit through sales presentations; the purpose of the meeting is to prove you can solve their real problems.
    • Preparation Is the Presentation: The success of your presentation is determined by the quality of the preparation behind it. Static features-and-benefits decks blend into the noise, and communication goes dark.
    • Dig for Gold: Become a consultant to your buyer. Use earnings calls, press releases, and leadership interviews to see what others don't — and surface serious problems the buyer hasn't recognized yet.
    • Win by Teaching: Lisa taught her full non-labor cost reduction method to 30 hospital CFOs and finance leaders — and two multi-year agreements originated that afternoon. Confidence in your capability sells better than any pitch.
    • Avoid the Three Presentation Killers: Buzzwords without substance, overly technical detail, and overpromising — "nothing kills trust faster than saying you can do everything when it's clear you can't."
    • Build What Executives Prefer: Open with their priorities, focus on outcomes, keep it visual and concise, and allow for interaction — backed by proof of credibility, unique insights, and practical next steps. Act like a seller and you'll be treated like one; act like an advisor and you earn access few salespeople see.
    • The Golden Rule of Follow-Up: Every interaction must add value. End meetings with clear next steps, never send "just checking in" messages, and instead send a summary within 24 hours, deliver what you promised, stay visible with insight, and offer a proof of concept.

    Read the full article: https://www.selltohospitals.com/p/c-suite-selling-strategies

    Learn more about Lisa at https://lisatmiller.com/about

    Book an appointment - https://calendly.com/lisa_t_miller/30min

    LinkedIn - https://www.linkedin.com/in/lisamiller/

    Learn about Lisa's Workshops:

    • https://fluentinhealthcare.com/
    • https://healthcaresalesmasterclass.com/
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    14 min
  • Three Decisions You Must Win Before the Contract | E.28

    Three Decisions You Must Win Before the Contract | E.28
    Sep 12 2026
    In episode twenty-eight of "Selling to Healthcare," Lisa T. Miller opens with a scene every hospital seller has lived through. You get the meeting, the executive is engaged, she asks thoughtful questions, and she tells you to keep talking. Then it slows. Operations wants more detail, finance wants different numbers, IT raises integration concerns, a clinical leader isn't convinced the workflow holds, and procurement shows up late. The executive is still supportive — but that support never becomes a decision. Lisa returns to the Decision Zone she introduced in her episode on frozen pipelines, and gets specific about what actually has to be won inside it. Her central point: executive interest is not organizational approval. A hospital isn't a single buyer, it's a decision system, and that system has to resolve three things — whether the solution matters now, whether the value can be measured here, and whether the organization can say yes without creating unacceptable risk. These aren't late-stage objections to handle at the end. They sit underneath the entire deal. She walks through each decision with the work that goes with it: priority research instead of title research, a four-question priority hypothesis written before you ask for the meeting, the five elements of a credible business case, testable models with visible assumptions instead of one unsupported ROI claim, and mapping the people whose sign-off makes a yes feel responsible. She also shares the bake-off she proposed while running VIE Healthcare — same small pilot for all three competing firms — which won a five-year health system contract by letting the buyer see the work rather than the presentation. This episode gives healthcare sales professionals a sequencing framework for the middle of the deal, where most hospital revenue gets trapped, and a clear test for whether an opportunity needs more persuasion or better preparation. Highlights of this Episode Include: Executive Interest Is Not Organizational Approval: A hospital is a decision system, not a single buyer. Interest from one leader doesn't move a deal until the system resolves relevance, measurability, and risk.Decision One — Is This Important Enough to Address Now?: Most conversations start too close to the solution. Your job isn't to prove the product works, it's to connect the problem to something the organization has already decided matters.Priority Research Beats Title Research: Titles tell you what a leader generally cares about. Expansion plans, margin pressure, public quality goals, and value-based contracts tell you what this leader is accountable for right now — and a surgical technology that opens a net-new patient population stops being a save-money story and becomes a growth story a CFO can take to the board.Decision Two — Is the Value Real and Measurable Here?: The question executives actually ask is what would have to be true for this result to happen in our organization. Generic ROI claims skip the hospital's current state and cost you credibility.Show a Testable Model, Not a Perfect Number: Two hundred avoidable calls a week at three minutes each is five hundred and twenty hours a year — an assumption the hospital can go verify. Strong business cases show a conservative, expected, and stronger case, and translate the numbers for finance, operations, and clinical leaders differently.Decision Three — Can We Say Yes Without Creating More Risk?: The biggest competitor in most hospital deals is the current way of working. Map the economic sponsor, operational owner, clinical validator, IT and security, finance, and procurement — they aren't obstacles around the buyer, together they are the buyer.Build Pilots as Decision Instruments: A serious pilot has a baseline, a defined population, an accountable owner, a time frame, agreed success measures, and a decision waiting on the other side. Anything less produces activity and no proof. Motion is not progress — complex deals move when you remove uncertainty in the right order. Read the full article: https://www.selltohospitals.com/p/selling-to-hospitals-three-decisions Learn more about Lisa at https://lisatmiller.com/about Book an appointment - https://calendly.com/lisa_t_miller/30min LinkedIn - https://www.linkedin.com/in/lisamiller/ Learn about Lisa's Workshops: https://fluentinhealthcare.com/https://healthcaresalesmasterclass.com/
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    14 min
  • The Core Authority Asset, Built in an Afternoon | E.27

    The Core Authority Asset, Built in an Afternoon | E.27
    Sep 7 2026
    In episode twenty-seven of "Selling to Healthcare," Lisa T. Miller delivers part two of an argument she started a few episodes earlier — that the health systems sellers are calling on are already running AI against spend, contracts, and patient access, and that the bar for what executives expect from a vendor has quietly moved. She drew a line then between the vendors using AI to send more emails and the vendors using AI to actually think. This episode is the practical half: what that second group is doing, and how to join it. Lisa anchors the whole thing in the Core Authority Asset — a concise, credible, forwardable piece of intelligence built around one health system's data, pressures, and language, designed so a champion can carry it into a room the seller isn't allowed to enter. What used to make that asset rare was the cost of building it: weeks of research, a team of analysts, deep institutional knowledge of how hospital data works. That cost has collapsed. She demonstrates with a worked example. Say you're a physician who does some emergency department work, trying to expand into new health systems, with almost no data on the accounts you're targeting. Instead of chasing information you don't have, you sit down with an AI tool and ask what an emergency department actually measures — not how to sell your services. Three metrics come back, sourced from Medicare data and the Hospital Outpatient Quality Reporting program: left-without-being-seen rate, median ED time, and door-to-inpatient-bed time. Run a target hospital through that data and say the left-without-being-seen rate lands at five percent against a healthy benchmark of roughly two percent, with door-to-bed time running around three hours. Those numbers become a customized executive brief — and from there, you could even vibe-code a simple web app that pulls the same three metrics live for any hospital in the country, so you can hand an executive the tool and say, name a hospital. Yours, or a competitor's. Lisa then pulls the example apart into a repeatable five-step framework and closes on the part that matters most: the barrier is no longer budget, analysts, or code. It is curiosity, better questions, and the willingness to do the work for one specific account when competitors won't — and the window on that advantage will not stay open indefinitely. Highlights of this Episode Include: Built in an Afternoon, Not in Weeks: A single question asked of an AI tool can surface a data source most sellers have never heard of and a five percent left-without-being-seen rate — more than double the benchmark. That one number is the entire executive conversation.Start With the Problem, Not the Product: The starting question was never "how do I sell my services." It was "what does an emergency department measure, and where do hospitals struggle." Before your next target account meeting, write down three real questions about that health system you cannot answer yet.Go to the Data, Then Verify It: Medicare cost reports, Hospital Outpatient Quality Reporting, CMS bundled payment data, IRS 990s — mostly free, mostly untouched by vendors, and now readable in minutes. But AI tools are confidently wrong, and one bad number in a C-suite meeting doesn't cost you the point, it costs you the room.Ask Better Questions, Not Bigger Ones: Dropping a hospital name into a generic prompt returns generic output every time. Ask AI to triangulate across sources, benchmark one metric against peers, and explain what a pattern means to a CFO managing margin pressure and a bundled payment mandate at once. Questions that specific are what surface the metrics you wouldn't have known to look for.Build for This Account, Not All Accounts: The temptation to templatize the insight and blast it across thirty systems destroys the thing that made it work. The framework travels; the insight gets rebuilt every time. Gut check — could your last leave-behind have been sent to any hospital?Match the Form to the Moment: A Core Authority Asset isn't always a document. Door-opener, one-page brief, forwardable leave-behind, interactive app — same underlying intelligence, different expression depending on where you are in the cycle and who you need to reach.The Barrier Is Effort, Not Technology: No analyst team, no data subscription, no code required. Executives have never chosen a vendor for a polished deck — they choose partners who show up having done the work, and that work now fits in an afternoon. Learn more about Lisa at https://lisatmiller.com/about Book an appointment - https://calendly.com/lisa_t_miller/30min LinkedIn - https://www.linkedin.com/in/lisamiller/ Learn about Lisa's Workshops: https://fluentinhealthcare.com/https://healthcaresalesmasterclass.com/
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    17 min
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